Truth III: Capture Their Attention

There are some people who leave impressions not so lasting as the imprint of an oar upon the water.
- Kate Chopin

One of the most difficult challenges new salespeople face is conducting successful and effective appointments every time they meet with potential customers. Walking in to meet with a prospect without a game plan is like driving to a brand new city without a road map or directions. The same is true with running appointments. Without a roadmap you end up lost!

Every sales person should capture his or her prospects attention on every appointment. Have a clear-cut agenda to discuss with them in the first two minutes of the meeting. 80% of prospects decide in the first two minutes if they are going to be willing to buy from you or not. The first two minutes of your meeting will determine whether the prospect is willing to move forward in the sales process or whether they are just going through the motions. Make sure the first two minutes are used effectively and you will greatly increase your odds of success!

How to Capture Your Prospect's Attention:

• Take a Gift
• Information
• Give a Compliment
• Exhibit
• Referrals